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In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this fourth of a series of excerpts Ben is continues to discuss how sales coaches identify gaps in seller behavior as the root cause for a sales rep's failure to meet sales goals and targets.

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In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this third of a series of excerpts Ben is discussing identifying gaps in seller behavior as the root cause for a sales rep's failure to meet sales goals and targets.

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In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this second of a series of excerpts Ben is discussing formulas to set goals that drive numbers and accurately forecast sales.

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You've most likely seen the Mayhem GPS commercial. "I'm your GPS. Turn right up ahead. You never update me. So now, I just have to wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!" followed by a colossal wreck involving multiple vehicles.

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In The Journey to Sales Transformation, crafty old messenger Benjamin Delaney directs Chief Sales Officer Phillip Evan Hawthorne's sales transformation journey. Ben reveals truths of becoming a trusted advisor and partner to his customers through observations and stories. In this first of a series of excerpts Ben is discussing setting goals to drive numbers.

"So you or your managers meet with your folks before a new sales year begins. When it comes to a discussion of numbers, what do you guys talk about?"

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That was Iverson's now infamous response in 2002 to a reporter's question concerning his level of effort during practice. To many, Mr. Iverson's response is one of the most entertaining few minutes in NBA interview history.

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Cathy was presented with a great lead from a networking partner. She called the decision-maker and got through without hitting his voice mail! She was excited to find he was anxious to see her, and arranged for an introductory meeting the very next day.

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On a recent flight, I found myself annoyed at all of the pre flight safety announcements. I simply wished that this continuous droning being blasted from the speaker over my head would cease so I could concentrate on my book. As I began to look around at the other passengers, I realized that I wasn't alone; very few people were paying attention.

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For too long the sales profession has viewed learning as an event. We conduct sales training workshops to help people handle objections more effectively. We deliver a training class on the latest product release. We serve up a lunch, and learn to update our team on one of our competitors. All the while ignoring fundamental principles concerning learning and the impact continuous improvement can have on sales performance.